We talk today with Andy Hoar, the Vice President and Principal Analyst for Forrester Research for many years. Andy wrote a seminar work 18 months ago called The Death Of A (B2B) Salesman. In that piece, he stated that a million US B2B salespeople will lose their jobs to self-service eCommerce websites by the year 2020.

“If I know what I want, I should be able to buy it immediately,” Hoar says. “When it comes to cross selling and qualifying buyers, all of this can be done better in a digital environment. There are a lot of impatientB2B buyers these days.”

Listen to our 22 min. podcast with Hoar below: